selling oracle services professionally & effectively

1 www.wall.sandler.com

Andrew Wall

Sandler Training

Selling Oracle

Services

Professionally &

Effectively

| www.glennon.sandler.com www.wall.sandler.com

Sales Challenges

• Frustrated with long sales cycles

• Disappointed that we are not getting to the

decision maker

• Concerned we don’t have a systematic way

of qualifying “good prospects” from “tire

kickers”

• Upset at all the time and energy invested

with people who don’t buy from us

• Angry that companies took our intelligence

and implemented the solution themselves

• Confused why our happy clients are not

providing more referrals

2


Your System

1. Find Somebody

2. Face to Face Meeting

3. Homework

4. Presentation

5. Follow Up

• Closing Ratio?

• Invested Time with Prospects?

3


Cost of Closing Ratio

1. Out of 10 presentations that you made, how

many did you want to become clients? ___

2. Out of 10 presentations that you made, how

many did become clients? _______

3. The difference is? _________%

4. What is the average annual value of a new

client/customer? $_________

5. How many presentations do you do a year?

______

6. Annual cost of closing ratio: $__________

(#3 * #5 * #4 = annual cost of closing ratio)

4


Invested Time with

Prospects

1. Out of 10 prospects _____ become clients

2. Therefore, out of 10 prospects _____do not

become clients = ___%

3. Time spent per prospect = _____ hours

4. Number of quotes per year ______ multiplied by

the % of those who did not become clients =

_______

5. #3 x #4 = ______ hours per year

6. #5 divided by hours worked per week =____

weeks

5


Buyers Have Changed

• Decisions have gotten higher

• Prospects are more educated

• Prospects are still wary

1. Lie

2. Steal - Unpaid Consulting

3. Lie Again

4. Hide

Who taught them this system?

6


Sandler System

Pattern Interrupt

• 30 second commercial

• D.I.S.C.

• Communication Pie

• OK or not OK

• Transactional Analysis

• V.A.K.

Ground Rules

Pain: A prospect’s personal emotional set of

reasons for change

Investment

• Time, Energy, Money

Decision Making Process

7


Sandler System

Fulfillment

Post Sell

• Buyer’s Remorse

• Deal with Current Provider

• Competitive Threat

• Major Account Planning

• Referrals

8


B-A-T

9


Thank you for inviting us

10

selling oracle services professionally & effectively

Self Improvement